Speak or ZING?
April 15, 2013 at 8:08 am | Posted in copywriting | 6 CommentsTags: business writing, client, communication, copwriter, copywrite, copywriter, copywriting, corporate branding, edit, marketing, prosperity, sales, sales copy, selling, write, writer, writing
Alas! My business coach, Winston Marsh, gave my expensive online shop the thumbs down!
On the topic of ZING-based copywriting, we’ve long been at odds.
It’s time to analyse the sticking place.
In the blue corner is me. I believe the message is everything. As I used to tell my Copy School students:
If you have a message that’s true, interesting and relevant to your audience, you can write it on a piece of toilet paper and nail it to a tree in the forest. Someone will find it and, if they’re not interested, pass it on to those who are.
In the red corner is Winston. He believes every message needs plenty of ZING and is adamant I should use phrases like:
Copywriting that’s so powerful, it sucks people’s eyeballs into the screen.
Words so compelling, they leap off the page and bite you on the bum.
Here’s his rationale:
I firmly believe the product or service must deliver on the promises made for it. Then, providing it does, that’s when you really sock it to them in language that sucks the eyeballs into the screen, etc.
It’s our job to really get the prospect excited, enthused and busting to buy. Remember, you sell the sizzle not the steak!
I have dreadful problems with sizzle. Yet Winston’s speaking, coaching and publishing empire is many times greater than I could hope to achieve.
What to do?
Ad agencies advise: ‘If you’ve got nothing to say, sing!’ In other words, if the product you’re flogging lacks merit, put all your resources into showmanship.
I totally get this with soft drink or chocolate. But what about corporate copywriting?
Because I believe I have something to say, I feel that singing is unnecessary (at best) and harmful to my brand (at worst). Surely my clear, correct, elegant copy is the singing equivalent of verbose, inaccurate, dreary copy.
Am I not singing already? Is not the steak more important than the sizzle?
There’s just one problem: most people who visit my shop don’t buy my ebook.
Winston took one look at my landing page and pronounced it ‘flat’. He’s certain that unless I ZING, my register won’t ring.
Should I stop being precious and get with the program? Or should I screw my courage to the sticking place and hold fast in defence of quiet, measured, reasonable copy?
How about you? Are you a speaker or a ZINGer?
If you changed tack, how would your audience react?
Your response would be music to our
eyes.
Brought to you by The Feisty Empire.
The best headline I’ve seen
February 5, 2013 at 6:06 am | Posted in copywriting | 8 CommentsTags: ad, business writing, copwriter, copywrite, copywriter, copywriting, headline, home, property, real estate, realtor, write, writer, writing
Remember how I unintentionally ‘mozzed’ my neighbour’s home auction by invoking a thunderstorm?
Well, I just got a letter with the best headline I’ve seen:
This isn’t the best headline you’ve seen, but it wasn’t written for you. It was written for me, by Andrew Crotty, who wants to sell my home.
I am his target audience.
I wasn’t thinking of selling my home: now I am.
I’ve had emails, letters, postcards, magnets, phone calls and calendars from six other agents: I binned them all. Yet now I’m blogging about Biggin Scott.
Good headline.
In 10 Steps to Perfect Recruitment Ads I explain that the best ads have four elements: attention, interest, desire and action.
Attention
This house is four up from mine, with a similar floor plan. Mine’s better (of course)!
So if this sold for $530K, mine must be worth $550K; maybe more. That sure got my attention.
The subheader was the street address, which rammed home the local nature of this happy news.
Interest
Under the subheader was:
(Two bedroom cottage, no parking).
These diminutive italics were like a friendly aside, ‘So much loot for such a crap home – imagine what yours could fetch!’
I recalled that the pitch to buyers was rather more fulsome. Fortunately, it was still online*:
This Brick Victorian offers quick & easy access to the city along with being situated close to Victoria Park and public transport.
• 2 bedrooms both with built in robes
• Recently renovated lounge & dining area
• Modern Kitchen-s/s appliances
• Timber flooring – Built in entertainment unit
• Near new bathroom & laundry
• Private paved courtyard – feature fish pond
I LOVE how Cinderella-like, the robes vanished and the Brick Victorian reverted to a cottage for the purpose of my letter.
Interested? I couldn’t stop reading!
Desire
Andrew wisely gave a third of his space to the photo and headline. His body copy was uncommonly brief, yet it included everything a home owner could desire*:
We…have other…buyers keen to purchase in this area.
If you…would like a hassle free quick sale we would love to talk to you.
Why not see what your property is worth today.
Action
The bottom bore Andrew’s name and number in a massive, bold font. This was smart, as my eyesight is indeed waning.
Next to this was a full-length photo of Andrew: standing, smiling, handsome and tieless in a very nice suit.
My action? Though I wasn’t ready to sell my home, I asked Andrew if I could praise him in public. He replied:
I must admit I know very little about blogs but am happy to assist in any way. Feel free to use what you need…
Ye gods; honest too! That settles it: I’d better tell Fonnie we’re moving.
Anyway: attention, interest, desire, action – that’s how you write killer copy!
Brought to you by The Feisty Empire.
* For journalistic integrity, I (barely) resisted the urge to optimise this copy. I’ve tried to ‘help’ many real estate agents, but they always get cross. I think it’s my delivery …
Cheap shots!
January 22, 2013 at 5:11 am | Posted in copywriting | 7 CommentsTags: business writing, copwriter, copywrite, copywriter, copywriting, iStockphoto, stock photo, stock shot, website, write, writer, writing
When I read the quote for my new website, I got a fright. It said something like ‘pictures not included’*.
Last time I worked in a creative studio, clients were charged up to $150 per picture (pic). I needed nine.
Fortunately, much has changed in recent years.
I found and bought the pics I needed for only $15 each – a tenth of what I feared. My relief mirrored that of clients tracking this project with a view to doing their own sites.
Maybe you’ll benefit too.
Above is one of the pics I bought. You don’t see a lot of cuneiform on today’s corporate websites; it’s my WaPIUSP^!
This medium-sized pic is perfect for my purposes. The price licences me to use it on my website and this blog. Legally (and technically) I can’t plaster it on a jet or a skyscraper, but if I’m that successful, I’ll happily fork out an extra tenner.
I got the pic from iStockphoto. All the art directors I consulted recommended this site. Some also mentioned Shutterstock and Dreamstime but I didn’t find these as easy to use. You may.
In addition to being cheap and easy, iStockphoto had all the pics I sought. I added them to my ‘lightbox’, bought ‘credits’ on my credit card, downloaded the files to my PC and emailed them to my IT Guy. Once he got them, it was on.
I’m thrilled. And glad not to be dealing with a full-service advertising agency from last decade. In those days, CDs costing around $450 held themed sets of around 80 pics (e.g. Ancient Scripts in the Workplace).
Once a client approved a creative concept, the agency bought the necessary CD (if it didn’t own it already). It then charged the client up to $150 per pic!
Thus, after recouping the cost in as few as three pic sales, the agency reaped pure profit from subsequent sales for the life of the CD.
So long as cuneiform stayed in vogue, the CD was a money machine.
Next time you get a quote for a job with pics, ask how much they are. You may save quite a few shekels (and get exactly what you want) by sourcing them yourself.
Brought to you by The Feisty Empire.
* Images … will need to be provided or … sourced and the licensing fees paid … licensing fees are not included …
^ Weird and Possibly Ineffective Unique Selling Proposition.
Am I wasting my creative juice?
November 23, 2012 at 6:29 am | Posted in copywriting | 41 CommentsTags: business writing, copwriter, copywrite, copywriting, creative writing, Kate Toon, write, writer, writing
The other day, Kate Toon invited me to guest on her blog. This was tremendous fun. Even funner, Kate has kindly returned the favour. And she’s chosen a topic dear to my (and quite likely your) heart. Take it away Kate!
As a writer I have what many people think is a dream job.
My office is the local café where I sip cappuccino and eat muffins.
I stay cosy at home while you commute to work in the rain.
Sometimes I wear my pajamas all day.
The only meetings I have are with my dog Pamplemousse.
“I’m a writer,” I tell people at dinner parties.
“Oh,” they reply, a look of new-found respect spreading across their face.
And I get to bask in the glow of their admiration for several seconds until they ask the next question.
“What do you write?”
Then I find myself muttering something about advertising and shuffling my tagliatelli around my plate until the conversation moves on.
The truth is I’m not a writer. I’m a copywriter.
I write websites, emails, ads and brochures for cold hard cash. I write about bins, drainage and insurance. I write for all those large corporations we love to hate. And though I absolutely love what I do, there’s a part of me that will always wish I were really Dorothy Parker.
But of late I’ve found myself writing less and less for myself. I just don’t feel I have enough oomph left at the end of the day to put pen to paper (or fingers to keyboard) and start being genuinely bum-clenchingly imaginative and creative.
And here’s why: I firmly believe that each day you wake up with a set amount of creative juice in your system – like a fresh, moist lemon, ripe and ready.
But as the day progresses you use up that creative juice. Writing that text message, those emails, that shopping list and of course the 112-page mobile website copy deck – they all use up your juice until your lemon is drained completely dry.
Of course I’ve dabbled in ‘real writing’, but I long to write a proper book, a feature film, a full-length play, something that I can be remembered for. I mean, I know I did a damned fine job on the Kmart Tyre and Auto website, but it’s hardly something my grandkids will be boasting about.
Unfortunately I just can’t get my teeth into anything that lasts longer than 10 minutes.
You see, after a day of correcting typos in 15 financial emails, or reformatting 96 product descriptions for a luxury gift site, I have nothing left. My nouns and verbs are weary, my adjectives floppy and my prepositions discombobulated.
Perhaps it would be different if I were a personal trainer, a plumber or a pilot.
If I spent my day using that other bit of my brain, the doing bit, then perhaps the writing bit wouldn’t end up being so bloody exhausted. Yes, for sure – if I were a Traffic Warden I’d happily come home to write for a few hours.
But I tried to do a not-writer type job. I trained as a masseuse a few years back and rather enjoyed it in theory. The reality of oiling up malodorous humans wasn’t quite as appealing, however, so that career was short lived.
So it seems by finally finding my dream job, I’ve actually scuppered my writing dreams. Which is frankly a touch depressing.
What do you think? Is it possible to write all day for money and then write all night for love?
Can you think of a way I can recapture my creative mojo? Any advice or experiences muchly appreciated.
Kate is an award-winning SEO and advertising copywriter with over 18 years’ experience. She’s also a well-respected SEO consultant, information architect, strategist, hula hooper and Creme Egg lover based in Sydney, Australia.
Fanatics rule
May 5, 2010 at 3:33 pm | Posted in copywriting, Uncategorized | Leave a commentTags: business writing, client, communication, copwriter, copywrite, copywriter, copywriting, edit, editing, error, proof, proof read, proof reading, proofing, proofread, proofreading, service, write, writer, writing
Every now and then I realise what a fanatic I’ve become.
As with this email to a client today:
Dear Sybil,
With regard to compass directions, very few dictionaries use a space (i.e. north east).
The Oxford (and 12 other dictionaries) use hyphens (i.e. north-east).
24 (mainly US) dictionaries use no space (i.e. northeast).
As the module I’m working on makes significant use of these terms, I wanted to get direction (tee hee) from you.
I’d like to use hyphens.
Would that be OK with you?
Best regards,
P.
Yet proofreading demands fanatical attention to detail.
It’s the only way to get things 100% right.
So I’m happy to be nuts about this stuff.
Paul Hassing, Founder and Senior Writer, The Feisty Empire.
What is the ‘passive voice’?
April 24, 2010 at 9:57 am | Posted in copywriting | 5 CommentsTags: business writing, client, communication, copwriter, copywrite, copywriter, copywriting, edit, editing, learn, learning, passive voice, teach, write, writer, writing
Many documents I edit are written in the ‘passive voice’.
The passive voice is very bad news for communications, as it demands a greater number of longer words that are harder to read.
Recently a client asked what the passive voice actually means.
Here’s my light-hearted response:
Dear Fred,
This response has been cast, by me, in the passive voice, for the amusement of you.
Your words that are kind have made me experience a feeling of gratitude.
It is a matter of pleasure to me that the suggestions made by me were found by you to be of some benefit.
Unfortunately, the PDF which was attached by you to your email was not received by me, but hope is held by me that it will be sent by you to me. Eventually.
The final PDF is something that perhaps ought to be beheld by me, if not for the purpose of proofing, then at least for the purpose of placement by me in the archives belonging to the company of which I am Founder.
I am hopeful that this response will be found to be helpful.
By you.
Well, that’s all from me.
Best regards,
P.
Get my drift?
If you don’t, we may need to get passive aggressive!
Brought to you by The Feisty Empire.
Bio
March 30, 2010 at 9:04 am | Posted in copywriting | Leave a commentTags: bio, biography, brief, copywriter, copywriting, curriculum vitae, cv, resume, write, writer, writing
The other day a prospective client asked what I charge to write a professional biography (bio).
Here’s what I said:
Given a decent resume and a sample of a bio you like, I could do a 100-150 word bio in around 30-60 minutes.
At my hourly rate of $120/hr, that’s $60-120+GST.
If I’m given poor (or massively huge) source documents or bad direction, it may take me longer to create what you seek.
As with all copywriting, the clearer the brief and the better the source materials, the better, faster (and therefore cheaper) the job.
Paul Hassing, Founder and Senior Writer, The Feisty Empire.
Making myself redundant
January 17, 2010 at 4:05 pm | Posted in copywriting | 6 CommentsTags: brand, branding, client, copwriter, copywrite, copywriting, edit, editing, fortune, learn, learning, market, prosperity, service, teach, writer, writing
As a copywriter, I strive to help my clients:
- Build their brand.
- Dominate their market.
- Make their fortune.
As I go along, I also try to do one more thing: make myself redundant.
I want my clients to grasp the basics of my profession so they become better writers.
By writing better copy, they need me less. They save money and their confidence grows.
This isn’t good for my mortgage, but I do get a warm fuzzy.
When a client I’ve been working with sends me something they’ve written and I can’t significantly improve it, I feel great pride.
This once happened in as little as 18 months.
This client took great care to re-read each of his original documents, next to my optimised versions, to see all the changes I’d made.
If he asked why I’d made a particular change, I happily explained my method in full.
Eventually, he picked up enough basic editing know-how to write good, tight copy every time.
If you’re this way inclined, you can become a better writer and get to the point where you don’t need me.
On the other hand, if you’d rather shoot from the hip and let me groom your words forever, I’d love the ongoing work!
The choice is yours. But I hope this post shows that when I take on a client, I truly care about their prosperity.
Enough to put myself out of a job!
Brought to you by The Feisty Empire.
Pic by Olerousing.
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